Senior Technology Partner Manager

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Your Career

We are looking for a motivated, intelligent, hardworking and creative candidate to join the Palo Alto Networks Technology Partnerships Team (TPT) to focus on the STRATA product family.

The ideal candidate will be a tech leader (80% technical/20% business). They are technology strategists.  They are technically astute, possessing an architectural mindset. They stay current and informed on technology trends, they thrive by driving the art of the possible discussions, and focus on the value-add of technical integrations.  They can ideate differentiated solutions ahead of the market.

Job Description

Your Impact

Technology Value Proposition and Feasibility Analysis:

• Identify and prioritize key partners that solve key product challenges as defined by product management.

• Evaluate the feasibility of integration based on partner API information, technical architecture and our product roadmap

• Analyze and develop technical value propositions with key partners that help solve customer needs and are aligned with the product strategy and partnership thesis

• Pressure test value propositions with field/partner SE teams and key lighthouse customers

Joint Solution Creation:

• Collaborate and advise product management (PM), product marketing management (PMM) and technical marketing (TME) in creating the technical joint value proposition for customers 

• Create technology blueprint/architecture with partner(s) that demonstrates the value proposition.

• Advise PM/PMM/TIME team on the key joint solution features that will drive adoption of the integration.

• Lead collaborations with the partner’s team to drive and build unique solution offerings, leveraging the technical strengths & capabilities of STRATA

• Lead and support efforts defining solution architectures, design & implementation guides, and technical enablement plans that demonstrate STRATA and the partner’s joint value proposition. 

• Interpreting partner requirements and translating them for internal constituents; align with Product Management to drive enhancements to STRATA products to support partner use cases.

• Support PM/PMM/TIME team as they create the correct demo and other technical collateral, integration guides, joint solution briefs, blog content, webinar content, etc. 

Partner and Sales enablement:

• Ensure partners have access to trial licenses and work with PM/TIME teams to provide the  same

• Work with PMM and TIME teams in creating material that will help partner field teams and RTM (CSP/GSI/Channel) understand the technical value proposition and the implementation steps

• Drive the GTM strategy of the offerings, at the partner and the customer

• Work closely with TPT Business Development, as well as peers at the partner (including but not limited to: Technical, PMO, Product and Solutions marketing, Service Creation, Enablement) to craft & execute the business plan for offer/s developed

• Build POVs to showcase solutions; Participate on webinars and presentations

• Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships.

• You will educate the partner’s teams on the STRATA platform value proposition to drive growth of our outcome-based solutions

• Work in highly collaborative environments to team with Account Managers, Sales Engineers, Marketing, and Channel Partners in the region to drive revenue and growth

• Help to exceed customer expectations by identifying impactful use cases that enable people to transform their businesses with STRATA products

• Motivate and build extended teams around you to unlock the power of STRATA within our customer base and partner organization

Qualifications

Your Experience

• Ability to understand the different tech partnerships and their value proposition in the STRATA product technology stack

• Network and Security background preferably have experience with NGFW (SW/HW,MGT) and CDSS along with an understanding of AI, OT, IoT